GUEST:
Chad Atwater
Director of Sales
Autotrader and Kelley Blue Book
Guest Expert: Chad Atwater, Director of Sales for Autotrader and Kelley Blue Book, joins Jade Terreberry to have a quick but impactful conversation at the AIS NRC Conference to discuss how dealers can use real-time data to drive performance and stay competitive in a rapidly shifting market. Chad shares practical strategies he sees working inside dealerships for leveraging tools like nVision to manage inventory, optimize operations, and align digital activity with physical lot performance, also emphasizing the importance of dealership processes in converting online engagement into closed deals.
Key Takeaways:
Real-Time Data is Critical: Dealers must use tools like Envision to monitor and respond to consumer behavior in real time.
Virtual Lot Activity Predicts Physical Lot Success: Online engagement is the most direct indicator of upcoming in-store activity.
Optimize Every Step from Click to Close: Success depends on managing the full customer journey—from first click to final sale—through operational efficiency.
Dealer Processes Matter: Internal dealership processes must be aligned and efficient to convert digital leads into real-world sales.
Use Metrics That Matter: Focus on actionable analytics to make smarter decisions and move inventory faster.
Timestamp:
0:00 – 0:31
Introduction
Jade Terreberry introduces the podcast and welcomes Chad Atwater, Director of Sales for Autotrader and Kelley Blue Book.
0:31 – 1:45
Real-Time Data and nVision
Chad emphasizes the importance of using real-time data tools like Envision and highlights the value of Jeff Flak’s weekly sessions.
1:45 – 3:12
Virtual Lot as a Predictor
Discussion on how online consumer behavior is the best indicator of what will happen on the physical lot.
3:12 – 4:32
Operational Optimization
Chad explains how dealers can use real-time data to manage inventory, people, and processes more effectively.
4:32 – 5:35
Using the Click to Close Strategy
Jade and Chad discuss the importance of dealership processes in converting digital engagement into sales, emphasizing the full journey from click to close.
